Director of Revenue Operations

Director of Revenue Operations

We are seeking a Director of Revenue Operations to ensure the entire revenue engine is orchestrated through people, processes, technology, enablement, and data across Sales, Marketing, Partnerships, and Customer Success to drive predictable revenue, improve GTM efficiency, and build scalable infrastructure for long‑term growth.

Pay Junction takes a Flex First approach to work environments. This means that our team members can choose to work from our Santa Barbara office or remotely from home. We ensure that everyone has the resources and equipment to work where they feel most productive. We trust our teams to make the best decision for their work environment. All Pay Junction employees must reside in one of the following states: CA, IL, TX, MN, CO, GA, NY, MA, CT.

The Revenue Operations team aligns Sales, Marketing, Partnerships, Customer Success, and Enablement by delivering connected systems, accurate data, scalable processes, and actionable revenue intelligence that accelerate predictable and sustainable revenue growth.

The Rev Ops team provides a unified view of the customer lifecycle from first touch to retention through high quality data, cross‑functional alignment, automation, enablement programs, and scalable systems that support Pay Junction values and empower GTM teams to make smart, data‑driven decisions.

• Lead revenue forecasting, pipeline visibility, and performance reporting across all GTM teams, ensuring high data accuracy and consistent KPI definitions.
• Design, optimize, and maintain scalable GTM processes and workflows across the full customer lifecycle, reducing manual work through automation and tooling improvements.
• Drive annual planning for revenue targets, funnel assumptions, hiring plans, and budget inputs, delivering plans on time and within budget variance requirements.
• Oversee GTM enablement including onboarding, training materials, playbooks, and readiness programs, ensuring strong adoption and timely ramping of new hires.
• Build dashboards and analytics for funnel performance, pipeline health, acquiring revenue, partner metrics, customer profitability, and retention.
• Own the GTM technology stack—including Salesforce, Clay, Outreach, Hub Spot, BI tools, and enablement systems—ensuring system optimization, integrations, and user adoption.
• Partner with Deal Desk on pricing, approvals, financial modeling, and accurate tracking of acquiring revenue and partner share structures.
• Manage GTM incentive plans, including plan creation, documentation, communication, and maintenance of accurate crediting and payout reporting.

• Minimum 5 years of Rev Ops leadership experience in B2B SaaS or payments, with multiple GTM operations functions reporting directly, including Sales Ops, Marketing Ops, Customer/Post‑Sales Ops, Revenue Systems & Tools, and Enablement Ops
• Payments and acquiring revenue expertise, including hands‑on experience with transaction‑based revenue models, partner share dynamics, and fee structures.
• Experience scaling organizations to 100+ employees or operating effectively within a similarly sized, high‑growth environment.
• Demonstrated success leading annual planning cycles, including revenue modeling, capacity planning, hiring plans, and GTM budgeting in partnership with Finance.
• Bachelor’s degree (BA/BS) or higher required.
• Advanced technical proficiency across the GTM tech stack, including:
  • Salesforce administration, reporting, dashboards, data modeling, and governance
  • Business intelligence tools (e.g., Tableau) for multi‑source KPI frameworks
  • Clay workflows, enrichment, automation, routing, and Salesforce sync
  • Sales engagement platforms (e.g., Outreach, Spotio)
  • Marketing automation systems such as Hub Spot or Marketo
  • Enablement systems (LMS, readiness tools, playbook platforms)
  • Conversation intelligence systems (Dialpad, Gong, Chorus)
  • Telephony and communication systems (Zoom, Dialpad)
• Strong analytical and strategic capabilities, with demonstrated experience supporting forecasting, funnel analysis, lifecycle reporting, and GTM performance insights.
• Proven ability to create scalable processes, improve…